Quite often we receive “long-cooperation”, “bulky” project offers for which the client requires a discount. Most probably, they need a discount because they have already granted a discount to their final client and now they need someone who drops rates and helps them to earn a minimum profit.
Discounts are not a big issue to companies who are willing to win a competition with other vendors or who want to get the new, well-known-in-the-industry client.
Your client probably thinks that, as freelance, you are always afraid of spending hours, days, with not a single word to translate. Based on that, he thinks it is a great deal accepting a low-rate-project instead of taking the risk of free days. This scenario pictured by your client makes sense. It totally does.
Let’s suppose you agree. The result is that you end up tied to a long project that will prevent you from accepting other projects; projects paying higher rates perhaps. When this starts happening, you start hating yourself for having accepted conditions that fall below your regular working ones. This may even impair the quality of your translation because now you are not that happy for being busy. You wish you were free to take that exciting new project from that client who pays fair rates, has a great management team and you love working with.
And here is something you should know: if you grant a discount once, your client will keep asking you to do it again in future projects, no matter what is the reason.
Check this link to see reasons alleged by clients and how you can reply to them.
Besides that, lowering your rates – in order to give a discount or to try getting more projects – is not fair.
It is not fair to you. It is not fair to your colleagues. It is not fair to the market. Even when you are still not charging the rates you dream of.
So, just think twice.